Overview
Reporting to the Business Manager for Passive Fire Protection Market Segment, the Business Development Manager is responsible for growing our Passive Fire Protection business in the region. This is a priority market for growth and development of the region and the role holder will work alongside a dedicated team to progress new business development and expand market opportunities as well as providing key technical expertise and portfolio guidance.
Responsibilities
Key account management for existing customers and sales base.
Be the commercial contact point for contract execution, managing all the related contractual matters of current and ongoing business.Explore and pursue future growth opportunities coming from the performance of contracts in place and / or existing business.New Business DevelopmentDevelop strategic approach in the segment through identifying and recommending priorities in order to grow the business for the given market segment.
Fully own the existing and new BD opportunities from conception to execution : implement and manage the lead-and-opportunities funnel identifying prospects, qualifying leads and supporting customer technical and commercial offer. The final objective is to create and convert opportunities into new orders and possibly long terms agreements.Map market and technology trends, promptly steering colleagues and stakeholders effort in order to intercept targeted opportunities and owning customer relationships coordination for each given opportunity.Interact with internal multifunctional (R&D, technical and operations) stakeholders in order to put forward sustainable solutions that benefit Customers. Pull the necessary attention, business plan and associated resources needed through organizing, creating and sharing relevant material and info in CRM and Morgan’s collaborative toolsRepresent the Region in Executive and Global forum for given applicationsLeverage and propose improvements on existing processes in order to improve efficiency and effectivenessManage and oversee contract execution, ensuring all terms and conditions are met, and resolving any contractual or commercial issues that ariseBD Portfolio developmentSupport the Regional and Global Team on selected BD initiatives as they spread across regions and support in selected areas in order to include TC solutions and products into Customer’s specifications.
Strategy creationWork with Regional Marketing and Sales Managers in order to define Regional strategy
Represent the Region in the Global Team strategic discussionsDevelop business cases in support of investment decision and corporate steeringPrepare, present and lead discussion in executive forum on how to steer Corporate effortsFinancial ResultsHit the financial metrics (Revenue, Gross Margin , EBITDA, DSO – Payment days as well as overdue recovery)
Hit the BD metrics (leads creation, opportunity funnel, conversion rate, growth rate,etc.)Qualifications
At least 3-5+ years of experience in sales and business developmentEngineering, business or other degree in a relevant fieldStrong sense of proactivity and creativity to identify and develop new potential customers and new opportunities, passion and curiosity for challenges and learningExperience in ”solution selling” is highly valued market contextStrong communication and negotiation skills, with the ability to influence both internal and external stakeholders, able to effectively articulate value propositions and business rational.Experience in CRM and data analysis to support account strategy and decision-making.Fluent in English in mandatory. A second or more languages among especially French, Spanish and Italian is an asset.Resiliency and open to accept highly volatile, complex markets and solutions developmentBe part of a team making a difference. Apply today!
We celebrate diversity and are committed to creating an inclusive environment for all employees. Applications are welcome from all individuals regardless of race, colour, religion, gender, sexual orientation, national origin, age, disability, or veteran status.IND-1
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